One of the common problems with salespeople across all industries is that they talk more about themselves and their products than they do about the client's needs, and yet focusing on the client is the key to success. So how do you improve your results and close more deals? Here are four practical tips.
Ask questions and listen
As SalesGravy states, understanding what the prospect really needs is the foundation of successful sales, but you won't find that out by going on and on about the product you're offering. During the meeting, you should ask the client what problems they are facing or what they would like to improve. Listen and let them talk. Only by listening will you discover the key information that will help you offer the best solution. As the old sales saying goes, "We have two ears and only one mouth, so let's use them in that ratio."
Sell solutions, not products
The client isn't interested in your product itself, but in how it will help them solve their problems or improve their situation. Instead of focusing on technical specifications, present how your solution will make the client's life easier or improve their business. Put yourself in their shoes and show the specific benefits they will gain by purchasing your product.
Customize your business style according to client's preferences
Every client is different, and what works for one may not work for another. Therefore, you need to forget about one-size-fits-all solutions and worn-out phrases. Be flexible and adapt your style of dealing to the client's personality and needs. Some want detailed data and numbers, others prefer stories and references. Understand what suits the client and tailor your presentation accordingly.
Take your time in closing the deal
Too much pressure on closing a deal can put a client off. When you push the client too much, you often lose their trust, and your chances of successfully closing the deal are compromised as a result. Instead of focusing on when the client will sign the contract, focus on building a long-term relationship. Show the customer that you care about their needs, not just the sale. Once you and your client have built mutual trust, it will be much easier to close the deal.
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